Mp 11 the sales process

2,018 views

Published on

Published in: Business, Technology
0 Comments
2 Likes
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total views
2,018
On SlideShare
0
From Embeds
0
Number of Embeds
3
Actions
Shares
0
Downloads
128
Comments
0
Likes
2
Embeds 0
No embeds

No notes for slide

Mp 11 the sales process

  1. 1. The Sales Process Chapter 14 - The Sales Process
  2. 2. The Steps of a Sale Preapproach Approaching the customer Determining needs Presenting the product Chapter 14 - The Sales Process
  3. 3. The Steps of a Sale Handling questions and objections Closing the sale Suggestions selling Reassuring and following up Chapter 14 - The Sales Process
  4. 4. The Preapproach-Getting ready to sell. Finding new customers by prospecting Retail sales not a prevalent because the customers come into the store. Important for the salesperson to open new accounts to generate sales volume. Chapter 14 - The Sales Process
  5. 5. Sources and Methods of Prospecting Employer leads Telephone Directories Trade and Professional Directories Newspapers Commercial Lists Customer Referrals Cold Canvassing Chapter 14 - The Sales Process
  6. 6. Preparing for the Sale Industrial Sales Analyze past sales records. View notes about the personal aspects of the customer. Qualify new customers. Inquire with other salespeople who are with non-competing lines. Chapter 14 - The Sales Process
  7. 7. Preparing for the Sale Industrial Sales Ask questions in a pre-visit phone call. Make an appointment to see the prospect in order to have time to explain the features of your product. Chapter 14 - The Sales Process
  8. 8. Preparing for the Sale Retail Sales The customer comes to you, so most of the preparation is in the retail store. Stockkeeping and housekeeping duties are important. Learn about the merchandise and the prices of the merchandise. Chapter 14 - The Sales Process
  9. 9. Approaching the Customer First impressions count; if a customer is turned off by the approach it will be difficult to win him or her over. Be alert to what interests the customer. Establish rapport. Chapter 14 - The Sales Process
  10. 10. Approaching the Customer Be aware of the customer’s buying style. Follow good guidelines for establishing a positive relationship with customers. Chapter 14 - The Sales Process
  11. 11. The Approach in Industrial Sales Setup an appointment during the preapproach, and arrive early to the appointment. Introduce yourself, smile, and shake hands. Chapter 14 - The Sales Process
  12. 12. The Approach in Industrial Sales Engage in small talk to build a relationship with the customer. Comment on important things to keep the customer interested. Chapter 14 - The Sales Process
  13. 13. The Approach in Retail Sales Service Approach Method “May I help you” Appropriate when the customer is obviously in a hurry or you are simply an order taker. Ineffective in most situations; you lose control of the sales situation. Chapter 14 - The Sales Process
  14. 14. The Approach in Retail Sales Greeting Approach Method “Good afternoon, Mr. Wright” or an appropriate personal comment. This approach begins conversation and establishes a positive rapport. Do not focus on the merchandise. Chapter 14 - The Sales Process
  15. 15. The Approach in Retail Sales Merchandise Approach Method The salesperson makes a comment or asks questions about a product that the customer is looking at. Ask questions about the item. Usually the most effective approach because it immediately focuses attention on the merchandise. Chapter 14 - The Sales Process

×